Creative Selling for the 1990's : Secrets from THe Most Successful Insurance Salesman in History

Ben Feldman, "the greatest salesman ever," reveals his methods of making sales and solving problems. He offers power phrases, tips, and comments that will energize all salespeople, whatever their product or service.

Foreword

Part One
Chapter 1. : Don’t Sell Life Insurance¯Sell What Life Insurance Can Do
Chapter 2. : The Basic Purpose of Life Insurance is to Create Cash
Chapter 3. : Life Insurance Creates Cash at A Discount When It’s Needed Most
Chapter 4. : Sell Tailored Dollars
Chapter 5. : Pinpoint the Problem
Chapter 6. : The problem Must Have A Price Tag
Chapter 7. : Create Specific Ideas for Specific Problems
Chapter 8. : Package Your Ideas
Chapter 9. : Keep Your Packages Simple
Chapter 10. : Sell Big Packages
Chapter 11. : To Sell Larger Policies—Build Up Your Own Program
Chapter 12. : How to Write Twelve Million Dollars in the Next Six Months
Chapter 13. : To Find the Big Case, Find The Person with A Big Problem
Chapter 14. : Get Out of The Office
Chapter 15. : Make the Calls and the Sales Will Follow
Chapter 16. : Prospecting: People Plus Ideas
Chapter 17. : The Best Prospect
Chapter 18. : Looking Down the Road
Chapter 19. : The Phone: Say What You Have to Say, Then Get Off
Chapter 20. : How to Get A Prospect’s Attention
Chapter 21. : The Key to the Interview is the Disturbing Question
Chapter 22. : How to Close an Interview: “Let Me Put It Together…”
Chapter 23. : Get Them Examined and They’Re Three-Quarters Sold
Chapter 24. : The Sale: Getting Ready to Get Ready
Chapter 25. : The Illustration: How to Merchandise It
Chapter 26. : Never Underestimate A Person’s Needs
Chapter 27. : What to Answer When the Prospect Says, “I’VE Got to Take It Up With…”
Chapter 28. : The Premium: Never Look for Extra Money
Chapter 29. : Finding the Premium Money: The Family Comes First
Chapter 30. : Take the Premiums from Capital, and Take It Away from the Tax Collector
Chapter 31. : Dividends: Use Them to Expand Coverage

Part Two
Chapter 32. : How to Create Packages with Big Price Tags
Chapter 33. : Study Estates: The Price Tags Reach Seven Figures
Chapter 34. : How to Conduct an Estate Interview
Chapter 35. : A Special Sales Aid for the Estate Interview
Chapter 36. : How to Handle Multi-Million-Dollar Estate Problems
Chapter 37. : The Estate Case Illustration: It Looks Down the Road to Bigger Sales
Chapter 38. : Selling the Million Dollar Policy
Chapter 39. : When the Corporation is the Bulk of the Estate
Chapter 40. : How to Sell A Package That Guarantees Company Continuity
Chapter 41. : A Policy to Insure One Year’s Profits
Chapter 42. : How to Create A Guaranteed Market
Chapter 43. : How to Guarantee Stock Redemption
Chapter 44. : Partnership: See-Saw Insurance
Chapter 45. : One Policy for the Tax Collector, Another Policy for You Family
Chapter 46. : The Salary Continuation Package
Chapter 47. : A Package to Insure Company Credit
Chapter 48. : How to Work Along with the Banks to Increase Your Volume
Chapter 49. : How to Sell Keyperson Insurance
Chapter 50. : The Bonus Policy
Chapter 51. : How to Create A Sale by Switching to A Younger Key Person
Chapter 52. : A Special Contract for the Prospect Who Has Too Much Money
Chapter 53. : Use It or Lose It: That’s The Way It Works with The Federal Gift Tax Exclusion
Chapter 54. : How to Have Charitable Contributions Go on Forever—Painlessly
Chapter 55. : How to Buy A Big Contract

Part Three
Chapter 56. : How to Find the Freedom to Sell
Chapter 57. : The Successful Selling Routine
Chapter 58. : How to Get Ideas That Pay Off
Chapter 59. : How to Build Self-Confidence
Chapter 60. : The “Magic Formula” for Success
Chapter 61. : Feldmanisms and Power Phrases

Epilogue
Index
About the Author